Negotiation Games: Acquiring Skills by Playing

Pacios Alvarez, Antonia and Cobo Benita, José Ramón and Ortiz Marcos, Isabel and Vargas Funes, Jose María (2011). Negotiation Games: Acquiring Skills by Playing. In: "Research in Engineering Education Symposium REES 2011", 04/10/2011 - 07/10/2011, Madrid, España.

Description

Title: Negotiation Games: Acquiring Skills by Playing
Author/s:
  • Pacios Alvarez, Antonia
  • Cobo Benita, José Ramón
  • Ortiz Marcos, Isabel
  • Vargas Funes, Jose María
Item Type: Presentation at Congress or Conference (Article)
Event Title: Research in Engineering Education Symposium REES 2011
Event Dates: 04/10/2011 - 07/10/2011
Event Location: Madrid, España
Title of Book: Proceedings of the Research in Engineering Education Symposium REES 2011
Date: 2011
Subjects:
Faculty: E.T.S.I. Industriales (UPM)
Department: Mecánica Estructural y Construcciones Industriales [hasta 2014]
Creative Commons Licenses: Recognition - No derivative works - Non commercial

Full text

[img]
Preview
PDF - Requires a PDF viewer, such as GSview, Xpdf or Adobe Acrobat Reader
Download (873kB) | Preview

Abstract

This paper shows the research done at the School of Industrial Engineers (ETSII) of the Technical University of Madrid (UPM), in two consecutive academic courses. In this negotiation game each team is formed by three students playing different roles, with a different degree of complexity. The game is played three different times changing the conditions and doing the Zones of Possible Agreement (ZOPA) smaller so the negotiation is going “harder” and it was more difficult for the team to achieve an agreement. Roles were distributed according to the student’s experience, since it was understood that difficulty of the roles was different, especially when there was set a time limit for negotiation. The combination of playing and training has shown that students without particularly good negotiating skills at the beginning of the experiment attained better final results than those who have natural negotiating skills, but no benefit of training.

More information

Item ID: 12418
DC Identifier: http://oa.upm.es/12418/
OAI Identifier: oai:oa.upm.es:12418
Official URL: http://reen.grou.ps/
Deposited by: Memoria Investigacion
Deposited on: 16 Aug 2012 12:06
Last Modified: 21 Apr 2016 11:39
  • Logo InvestigaM (UPM)
  • Logo GEOUP4
  • Logo Open Access
  • Open Access
  • Logo Sherpa/Romeo
    Check whether the anglo-saxon journal in which you have published an article allows you to also publish it under open access.
  • Logo Dulcinea
    Check whether the spanish journal in which you have published an article allows you to also publish it under open access.
  • Logo de Recolecta
  • Logo del Observatorio I+D+i UPM
  • Logo de OpenCourseWare UPM